Do you set your team up to fail?

This is a subject that has started to really bother me over this last few weeks. I have absolute belief in the industry of network marketing and also networking as a revenue generator for any type of business. There is no substitute for the Know-Like-Trust relationships required for people to do long term business with you, either as  a customer or as a business partner.

There is no doubt that the majority of people start up their business with a view to providing an income. However what constantly surprises me is the number of people that having chosen the company they want to work with, the one they want to provide them with that permanent income, life changing lifestyle or retirement residual income, switch regularly between companies. Could this be the reason why to the outside world sees figures of 98% fail in network marketing!!

When I speak to people who have switched between companies a few times,  there are a few common reasons that they give for their moves:

• Nobody told me I had to buy stuff to earn money
• I didn't get any support
• Too many other people are doing it
• I didn't earn any/enough money

When I ask them how long they spent before moving, it is typically 2-3 months. When I ask why they felt the new company was better, they often say "Loads of people seemed to be earning money".

It is true to say that this industry will always attract people that want to make an easy buck, that will never be willing to put in the work, investment and time required to be successful. However, I believe we lose so many good people because as leaders we do not set there expectations correctly. The consequences of which is our own businesses suffer from the constant ebb and flow of team members, which means we have to work longer and harder than necessary to build up that residual income that will allow us to live the lifestyle we are aspiring too.

I run my business by a clear set of principles, that I impart to any potential business partner before they join:

Firstly the industry:

• Do they understand what is required to be successful? - investment, personal development and hard work.
• Do they realise that this is not a J.O.B? - they are the only ones responsible for their success.
• Do they understand the concept of F.O.C.U.S? - Follow one course until successful.

Secondly the business opportunity:

• Are they passionate about the products/services? - without this their posture, confidence and belief will never be strong enough for them to succeed.
• Do they have confidence in the Company? - have they done their due diligence, I never let them take my word for it!
• Do the understand the vision of the Company they are joining? - you have to see, understand and buy in to the long term vision of the company. This is as important as the passion about the products - products give you customers, vision brings you business partners.
• Do they know the leaders? - Not just their immediate up-line (who may suddenly disappear), at every level, including those that are driving the culture, ethics and business growth in the field.
• Do they see themselves fitting in to the team? - There is nothing worse than joining a team that you feel are not the types of people you would socialise with.
• Do they understand how the system will support them to be successful? - Have they looked at the strategy for the business, the training/development materials that are available, the external learning resources that are promoted (a good company will always have third party 'friends' who they recommend their team members to refer to for personal development).
• Do they understand the investment required to get started? - There is always an investment needed, even if it is marketing materials, personal websites etc. Anyone telling you otherwise is not being honest or realistic.
• Do they fully understand the compensation plan? - How they earn money from sales/recruiting, what are the conditions for earning commissions, when and how are they paid.

Once they make an informed decision to join me, my first job is to ensure that I plug them in to the system correctly, so they know where to go for information, help and personal development. Then we work on getting them started properly, understanding the predictable, consistent daily activities that are going to build their business. Most importantly, I understand my responsibility to support them when asked, help them to be accountable for their success and remain honest with them throughout their journey.

So, do you set your team up to fail?